Q: I have a small shop that sells skincare products. I would like to increase my volume by networking. I have tried networking with the professionals in my area — my doctor, my accountant, and so on — but it is no longer working for me. Do you have any good ideas to get my networking program on the rights track?

A: When I received your question, I thought I had a first-class answer. Then, it occurred to me that I could check my network, and see if there was somebody even more auspicious at networking than I.

I contacted Novato, CA businesswoman Jill Lublin. Jill Lublin author of the best-selling book, "Networking Magic," is a renowned public relations strategist and networking expert. She is currently the host of the nationally syndicated radio show, "Do the Dream," where she interviews celebrities who have achieved their dreams.

We had lunch. We both instinctively talked about how we could help each other in business. We compulsively exchanged names of contacts. We unselfishly made referrals to each other. We talked about power groups and acquaintances. It was a glorious network-fest on steroids. Oh, and she helped answer your question.

"If you want to build a great network, you must continually expand and upgrade your existing network," says Lublin. "Everything always changes and what constitutes a great network today could be less than great tomorrow. Network members drop out and lose interest: they change businesses, interests, and their lives, and so will you."

Lublin explains that to expand and upgrade your network requires focus. Once you realize that you have a network, it’s time to sharpen your focus and begin to see with new eyes.

Continually look for new and better members and search for links that tie your members with virtually everyone you meet and everything you experience. Search for opportunities for the members of your network and help them reach their goals.

"In most cases, your contacts have been around for quite a while," says Lublin. "However, you confined them to specific niches. To you they are friends, family, business associates, or service people, not potential network contacts. When you expand your awareness to see those around you also as members if your network, you can refine your networking focus." Lublin lays out four steps to improve your network.

1. Ask yourself if people you know, meet, or hear about, could help you network.
2. Clarify precisely how these people could help. For example, can they introduce you to the mayor, recommend you for the membership in the garden club, or inform you where they found their antique Venetian carnival masks.
3. Find out what places and events would be worth attending to expand your contacts.
4. Question how you can make the best use of information to connect you with your targets.

"Developing networking focus isn’t difficult and before long, it will become second nature," Lublin says. "Work to get it down pat because the ability to focus sharply is a priceless skill that will bring you rewards for the rest of your life."